Once you have enhanced your negotiation skills, it could directly affect your sales targets, commissions, and bonuses. All sales personnel are required to negotiate or talk to their clients in terms of the prices of their projects or products, delivery charges, scope of the contract, or even ironing big complicated agreements. This should not be painful.
So, what are the things that you should take note if you want to be successful?
1. Training – if you train your negotiation skills, you will have more chance to get the outcomes that you want. But, do you know whom you talk? Your client might not be the one whom you will be talking to.
Have you made your preparation to answer the questions that your clients might ask you? What are the main objectives for your negotiation? What are the things that you can offer and not offer? Did you think and analyze your objectives well? What do you think that your clients would give you? Do you have some alternative plans?
Readiness is the secret to have the best negotiation. You should have a goal in mind. Know what exactly is your plan. Know the person whom you are talking with. Determine your agenda and focus on it.
Avoid mixing the deal with your relationship. Do not let yourself fall into this trap. You have to separate your relationship and the deal. You should know and agree the main agenda of the deal and focus on it. You have to respect the interest of the other party. Avoid accepting things that will only focus for your benefits.
Proper control – what could you control during the negotiation?
You could control your focus, attitude, and preparation.
To be prepared, you have to allot some of your time to prepare before you will negotiate. In regards to your attitude, it is important that you maintain your professionalism, positive thinking, good amount of confidence, and being respectful at all times. In terms of being focus, all of the finest salespersons should stay focused on their main objectives so that they would get what they really want. You should highlight your agenda. You should be able to determine what your clients are trying to interpret by using both their verbal and non-verbal communication skills. This type of ‘hearing’ would grant you with more flexibility. The top sales people will always focus on their goals so that they would get the things that they want to have.
Lessons – right after negotiating, you to point out all the things that you think was best, not good, and many more. You should not forget on tapping yourself of a job well done. Avoid thinking of the mistakes you made.